1. F R A N C O I S P I E T Q U I N
-
D I R E C T O R O F B U S I N E S S D E V E L O P M E N T A P A C
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How to sell OpenERP
Out-of-the-box vs. Implementation
1

2. Strategies
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Choose
The Right Strategy
 Out-of-the-Box
 Project implementation

3. Strategies
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Project Size
(TCO)
0€ 15K€ 50K€ 2Mio€
Project Profile Out of the Box
Implementation
Implementation
with Custom & Dev
Bigger Projects with
real Custom & Dev
requirements
Partner Profile Ready Partners
Silver & Gold
Partners
Danger Zone

4. Strategies
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Out-of-the-Box
Project
Implementation
Target Clients 1 to 25 users > 25 users
Partner Profile
Reseller /
Functional Expert
IT company /
System Integrator
Success factors Sales & Marketing Project Management
Offer Standard solution Tailor made solution
Deployment Online or Local Local
Growth Strategy
Custom development NO or Very Limited YES
Annual Growth Get numerous clients Get bigger clients

5. Deployment methodologies
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1
• (GAP) Analysis
2
•Custom Development
3
•Configuration
4
• User training
5
•Support/Maintenance
1
•Installation/Online pack
2
•Configuration
3
•User training
4
• Support/Maintenance
Implementation project
Service offer (man*days)
Out-of-the-box
Packaged offer

6. RULES OF
SELLING
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Reseller
6

7. Reseller - Rule #1
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Do not cover 100%
of the client needs
 Respond to 90% with standard solution
 Phase your selling stages
 Better ROI

8. Reseller - Rule #2
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Start from the Product
 Do not begin from the client needs

9. Reseller - Rule #3
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Make your client
Live in a limited # of days
 Do not propose a full detailed analysis
 Stick to the minimum coverage

10. STAGES OF SELLING
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Reseller
10

11. Reseller – Stage #1
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Monitor and manage
Local leads acquisition
 Talk about the product - 100% OpenERP
 Webinars
 Organize joint events
 Social media
 Mailing (valuable content)

12. Reseller – Stage #2
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Make SURE to
Qualify nicely
 Identify Business Scope
 Translate in Standard OERP functionality
 Avoid complexity
 No customisation

13. Reseller – Stage #3
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Practice
Demonstration skills
 Show the right applications
 Trigger sales

14. Reseller – Stage #4
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Design, Structure & Integrate
A good quotation
 Min 3 days of onsite services
 System setting
 End- users training
 OpenERP Enterprise
 Margin selling (up to 50% Reseller discount)

15. Reseller – Stage #4
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Man-Day rate 950 €
Setting & Training Total
CRM 0.5 475.0 €
Sales 1.0 950.0 €
Purchase 1.0 950.0 €
Data Import
Import address book 0.5 475.0 €
Maintenance
OpenERP Enterprise: 1-10 users 4,200.0 €
Total Project 7,050 €

16. Reseller – Stage #5
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Implement quickly to…
Up-sell faster!
 Extra modules
 Training sessions
 Support

17. RULES
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Integrator
17

18. Integrator- Rule #1
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Split the project
in several phases
 No big bang approach
 Reduce risk
 Increase control
 Speed up sales/project cycles

19. Integrator- Rule #2
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Build a
Long-term relationship
 Avoid the one shot
 Trigger a reflection on their 2y-3y business initiatives
 Propose a roadmap

20. STAGES OF SELLING
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Integrator
20

21. Integrator- Stage #1
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Qualify properly
 Qualify the customer and the project
 Discuss the agenda
 Non-valuable prospects = waste of time

22. Integrator- Stage #2
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Excellence in
Demonstration
1. Stick to your scenario
2. Adapt to client processes
 Import some client datas
 Change workflows, views

23. Integrator- Stage #3
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Promote
The GAP analysis!
 Estimation of project time & costs
 70% certainty
 Limited time (4-10 days)
 Convince on the feasibility
 Allow to exit the project

24. Reseller – Stage #4
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Structure your Offer
Implementation Services
1st Level Support
OpenERP Enterprise
# of Days
# of Hours
Fixed Price

25. Reseller – Stage #5
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Build a relationship to
Up-sell
 Analysis
 Additional customizations
 Support

26. SALES TIPS
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Reseller - Integrator

27. Sales tips
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Communicate on
Achievements
 Create a blog
 Organize webinars

28. Sales tips
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Collaborate with
Your Account
Manager

29. Sales tips
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Be part of
The Community
 References
 Localizations
 Share experience

30. Partners Summit 2012 30
Thank you
fpi@openerp.com

31. Rule
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Build Your Team
Out-of-the-Box Project Implementation
1 sales person (hunter) 1 sales person
1 functional expert 1 project manager
1 analyst / functional
consultant
1 programmer

32. Factor #3 – Promotion
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 Website
 Talk about the product
 OpenERP brand
 Webinars
 Organize joint events
 Social media
 References
 Mailing (valuable content)
Promote OpenERP…

33. Factor #3 – Promotion
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A few examples...
Promote OpenERP…

34. Factor #3 – Promotion
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 Website
 Talk about the product
 OpenERP brand
 Webinars
 Organize joint events
 Social media
 References
 Mailing (valuable content)
Promote OpenERP…

35. Factor #4 – Create leads
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… to generate New leads

36. Factor #5 – Customer base
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… and to sell to your
Existing customers
 Present the product
 Save time

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#1 – Choose the adequate strategy
#2 – Get your team ready
#3 – Promote!
#4 – Generate new leads
#5 – Don’t forget existing clients

38. Factor #6 - Qualify
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Reseller
 Identify Business Scope
 Translate in Standard OERP Business Scope
 Avoid complexity
 No customisation
Focus on
Valuable prospects

39. Factor #6 - Qualify
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Project implementation
 Qualify the customer and the project
 Discuss the agenda
 Non-valuable prospects = waste of time
Focus on
Valuable prospects

40. Factor #7 – Sales speech
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Prepare your
Sales Speech
Reseller
 Start from the product
 Do not try to cover 100%
 Quick implementation
 Quick ROI
 Step-by-step approach
 Usability

41. Factor #7 – Sales speech
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Prepare your
Sales Speech
Project Implementation
 Control code
 Partner freedom
 No big bang approach
 Usability
 Reduced risk
 License fees
 Budget = customization

42. Factor #8 - Demo
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 A good DEMO gets your prospects excited
 A good DEMO insures you to be shortlisted
 A good DEMO sets the expectation right
 A good DEMO is worth a thousand words
 Competitors have better presentations, but no DEMO
Learn & Practice
Demonstration skills

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#1 – Choose the adequate strategy
#2 – Get your team ready
#3 – Promote!
#4 – Generate new leads
#5 – Don’t forget existing clients
#6 – Qualify properly
#7 – Adapt your sales speech
#8 – Be able to demo

44. Factor #9 – Quotation
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Design, Structure & Integrate
A good quotation
Reseller
 Min 3 days of onsite services
 System setting
 End- users training
 OpenERP Enterprise
 Margin selling (up to 50% Reseller discount)

45. Factor #9 - Quotation
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Man-Day rate 950 €
Setting & Training Total
CRM 1.0 950.0 €
Project Management 1.0 950.0 €
Sales & Purchase 2.0 1,900.0 €
Data Import
Import address book 0.5 475.0 €
Maintenance
OpenERP Enterprise: 1-10 users 4,200.0 €
Total Project 8,475 €

46. Factor #9 – Quotation
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Design, Structure & Integrate
A good quotation
Project Implementation
 /
Promote the GAP analysis before the quotation !

47. Factor #9 – GAP analysis
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Promote
GAP Analysis
 Estimation of project time & costs
 70% certainty in a limited time (4-10 days)
 Convince on the feasibility
 Allow to exit the project

48. Factor #9 - Quotation
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Include the
OpenERP Enterprise
in your first quote.
 Support
 Security alerts
 Unlimited bug fixing
 AGPL + Private use
 Migration

49. Factor #10 – Deployment
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Understand, Monitor & Manage
Deployment
methodologies
 Follow regular webinars www.eventbrite.com

50. Factor #10 – Deployment
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1
• (GAP) Analysis
2
•Custom Development
3
•Configuration
4
• User training
5
•Support/Maintenance
1
•Installation/Online pack
2
•Configuration
3
•User training
4
• Support/Maintenance
Implementation project
Service offer (man*days)
Out-of-the-box
Packaged offer

51. Factor #11 – Subcontract
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Subcontract to
Avoid bottlenecks
 Don’t be slowed down by a lack of resources.
 We can help you deliver successfully.

52. Factor #11 – Subcontract
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Problem Solution
No project manager OpenERP consulting
Need a functional expert OpenERP consulting
Not enough developers OpenERP Offshore
No time to train employees/customers Official training/webinar
Wasting time on technical issues OpenERP Enterprise
Need to migrate custom instance Custom module migration
No salesperson We cannot help you 

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#1 – Choose the adequate strategy
#2 – Get your team ready
#3 – Promote!
#4 – Generate new leads
#5 – Don’t forget existing clients
#6 – Qualify properly
#7 – Adapt your sales speech
#8 – Be able to demo
#9 – Quote
#10 – Master deployment
#11 – Avoid bottlenecks

54. Factor #12 – 1st project
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Do not fail your
First OpenERP Project
 Join your efforts with OpenERP
 Win-win situation between OpenERP and you
 Learn from it for the next ones

55. Factor #13 – Upselling
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Implement quickly to…
Up-sell faster!
 Extra modules
 Training sessions
 Support

56. Factor #14 – Communicate
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Communicate on
Achievements
 Publish your modules
 Create a blog
 Organize webinars

57. Factor # 15 - Community
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Be part of
The Community
 References
 Localizations
 Share experience

58. Factor #16 - AM
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Collaborate with
Your Account
Manager
 Help during sales process
 Find the resources
 …

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…
#8 – Be able to demo
#9 – Quote
#10 – Master deployment
#11 – Avoid bottlenecks
#12 – First project is critical
#13 – Upselling!
#14 – Communicate (again)
#15 – Community is helpful…
#16 – … as well as your Account Manager

60. Factor # 17 - Forecast
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Forecast, Maintain & Grow
OpenERP revenue
 OpenERP Business Plan
 40K Revenue Target = forecast 120K in pipeline
 Sell multi year service contracts
 Ensure renewals

61. Factor # 18 - Quality
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Ensure & Maintain
High Quality
Standards
 Whenever if you are a Certified Training Partner (CTP)
 Whenever if you are a New partner
 Whenever if you are a Current partner
 Whatever grade you have

62. Partners Summit 2012 62
Conclusion

63. Conclusion
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Month Year Increase Projection
Leads n° 15 180 20% 216
Conversion => appointments % 50% 50% 0% 50%
Appointments n° 7.50 90.00 108.00
Conversion => proposals % 40% 40% 20% 60%
Proposals n° 3.00 36.00 64.80
Conversion => contracts % 30% 30% 0% 30%
Contracts n° 0.90 10.80 19.44
Conversion lead => Contracts % 6% 6% 9%
Size of projects € € 5,000.00 € 5,000.00 0% 5000
Revenue € 54,000.00 € 97,200.00

64. Partners Summit 2012 64
Thank you
fpi@openerp.com